Wednesday, May 31, 2006

Fooling Smart People

I’ve been to quite a few consultancy presentations where all kinds of jargon and graphs are flashed up on the screen. The consultants will drop terms like “inverted blade-center uptime matrix” into the presentation while showing some baffling data on the screen. If I look around the room while this is going on, everyone will be nodding and wide-eyed. The audience is baffled by the cool-sounding words and the clever-looking graphs.If, at this time, you ask the consultant what exactly an “inverted blade-center uptime matrix” is, they’ll often try to fob-you off with even more meaningless jargon. If you persist in trying to pin them down, they’ll start acting like you must be some kind of incompetent idiot for not understanding this stuff. And the audience will probably be on the consultant's side - they don't want to be seen as incompetent idiots.Consultants behave this way because they know that’s how to get a sale. Bombard people with clever-sounding stuff they don’t really understand, and they’ll assume that you’re some kind of genius. It's a great way of making money.